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Jason Lutz

A recent post on Honeywell’s The Security Channel blog caught my eye because it refutes the notion that only large companies can reap the benefits of being integrators. That’s not the case, says Jason Lutz, business development manager, First Alert Professional and CSS, in his post this week titled “Simple Integrations Can Lead to Increased RMR.”

Here’s what he says in his intriguing intro: “There are few things that can make some dealers cringe more than when I begin to talk about integrating systems. Many dealers think they are too small to do integrated systems or that integrating systems can be too complicated or even that there isn’t enough Recurring Monthly Revenue (RMR) and therefore it’s not worth the hassle. Before I go further, let’s clarify what an integrated system is and how much money you are leaving on the table by not offering it.”

He goes on to explain that “an integrated system can be as simple as two separate systems working together to satisfy a client’s need.”

Then he asks: “Are your current or potential clients expressing needs like these?*Can you set up my cameras to only record when my system is armed?*Can you make the cameras record only when I have an alarm?*Can you let me know when my DVR has a loss of video, loses its connection to the Internet or the hard drive has reached full capacity?”

Lutz goes on to explain how even a small security provider can answer such needs—benefiting both clients and the provider. Check out his post.

OK, up until now we’ve had kind of a drought this spring here in Maine, but normally this time of year is known as “mud season,” because of how wet the combination of melting snow and spring rain can make the ground. And lots of rain is in the forecast for the coming week, which is why a recent post about protecting homes from "flood season" on Honeywell’s The Security Channel Blog caught my eye.

Jason Lutz, district sales manager, Honeywell Security & Communications, wrote a piece titled, “Water Damage Prevention Is as Important as Security.” He said there’s a big market out there for water detection and flood protection that savvy security dealers should be taking advantage of. And the timing couldn't be better than right now.

Here’s more from his April 4 post:

Spring is flood season. Are you talking to your customers about the damages floods can cause?

Since 1929, Alarm Device Manufacturing Company (ADEMCO) and Honeywell Security have designed and manufactured products that make our world safer and more secure. While we typically focus on perimeter and fire protection, I’ve found there is a huge untapped market for water detection and flood prevention.

Recently, a rental property of mine became a victim of a water leak that caused more than $4,000 in damage. I decided to investigate water damage claims and other insurances statistics. According to the National Flood Insurance Program, the average annual U.S. flood losses from 2001-2010 were more than $2.7 billion. Our research suggests there are about 22 million residential systems installed in the U.S.; how many of those systems include water detection?

Water detection is a great add-on to new and existing security systems and it’s as easy as making homeowners aware of the potential hazard of water damage and how easily they can reduce their risk. Many claims adjusters will tell you, if the homeowner had only known sooner, they could have shut off the water and deployed water drying systems thereby reducing the damage to the home.

To meet this need, Honeywell Security offers low-cost 5821 and 470-12 wireless water sensors that can be monitored through the central station or through Honeywell Total Connect event notification. They’re easy to install and multiple units can be installed throughout the home. Honeywell suggests installing these devices behind the dishwasher, refrigerator, and washing machines. Other great locations include around HVAC drip pans and near hot water tanks.

Recently Honeywell created the video below to demonstrate to homeowners how a variety of sensors, including flood detection, can keep them informed about what’s going on at home when they’re not there. It’s a perfect way to begin the conversation with your customers. And to help them realize how much a flood can cost, use the powerful interactive tool on the Flood Smart website that dramatically calculates the costs by the flood level. Check it out here.

And to bring the message to an even larger group, talk with your insurance partners. When you’re out speaking with agents about security and life safety protection, start the discussion about water and flood detection and how a referral program can really benefit them. Many insurance agents receive a portion of their compensation based on Loss Ratio Bonuses. If we can help them reduce their homeowners’ risk and lower claim amounts, everyone wins.

Are you promoting your security solution this flood season? Let us know.